1 Siem Sales Jobs

PURPOSE OF ROLE In this position you will find yourself responsible for the achievement of the revenue targets and revenue growth for the Cyber Security division of Brennan. Your primary responsibility will be to identify, support, develop and close new business opportunities in line with the companys sales and marketing strategies. Your role will be to work in close collaboration with the existing Account Managers, Business Development Managers and Solutions Architects to prioritise activities, qualify opportunities, ensure consistent engagement experience and ensure we are developing compelling, commercially sound winning propositions. This role is specifically recruited to both support the existing Brennan account management teams uncover, develop and prosecute cyber security opportunities. You will work closely with the Cyber Security Practice to qualify opportunities and ensure we have the most suitable pre-sales support for each qualified opportunity uncovered by the account management team and to drive new logo sales via the state based Brennan Business Development Managers to identify and close new logos. As the intersect between the market and Brennan you will play a key role in the development of our GTM capabilities and offerings in conjunction with our Cyber Security Practice to ensure we are relevant and differentiated in market so as to maximise the opportunity across our Cyber Security portfolio of offerings and capability. Key to this is not only ensuring our growth strategy is achieved in Cyber Security from a revenue and profit perspective but also we align with the business strategy and drive recurring revenue growth. To be successful in this role, you will need to be highly motivated with a consultative approach to solution sales and demonstrate a strong commitment to both prospects and customers. You will have a self-starter mindset and thrive on engaging and talking to all levels of customer stakeholders. Focus on strong business management will be an important part of the role, including planning, forecasting, revenue achievement and customer satisfaction. You will also have a well-structured sales approach to new business development opportunities, pipeline management, and leveraging your existing relationships in the industry to drive new business and channel partnerships. Also to be successful, you will need to be able to work with the greater Brennan business. ROLE RESPONSIBILITIES Whilst your day-to-day activities will vary to meet your roles mission, KPIs and the operational requirements of the job, we envisage the following key activities being required to achieve success in the position Engage & Collaborate [10%] This will grow as the team grows but initially will be a small part of the role. Your success can only be achieved through the success of others. Coach, mentor, guide and train the Sales team on an ongoing basis. Work with the Solutions Architect Team and Cyber Security team to allocate the right resources to the right opportunities, manage the account management territory and ensure proper bid management and opportunity qualification is undertaken. Contribute to the development of new business strategies, policies and best practices through participation in management meetings and other direct contributions. Adhere to proper escalation and change control procedures. Prepare, maintain and submit activity/progress reports and management reports in accordance with published procedures. Supporting & Enabling [20%] Working with the Cyber Security practice to ensure our solutions are fit for purpose and fit for market Working with the Account Management team to identify and uncover new opportunities in existing customers and training them on how to do that effectively Working with partners to articulate the Brennan Cyber Security capabilities and derive new opportunities from the partner channel Selling [65%] Act as our senior sales resource for the Cyber Security division, working on the largest and most complex opportunities - including responding to customer requests for information, developing and planning solution presentations and demonstrations, technical/product guidance in meetings etc. Helping the customer understand the proposed technical solution to the business problem under applicable constraints Leading discussions with customer audiences up to CxO level on the use of Brennan related technologies. Training the broader Brennan Sales Teams on various technologies and solutions with a constant focus on teaching the sales team to self-service these solutions. Develop and cultivate strong customer relationships ensuring a ''Customer for Life'' relationship. Stay current on features and benefits for the Brennan portfolio, industry products and solutions through professional associations, trade journals, networking, and associated training and seminars. Administration [5%] Construction and maintenance of portfolio plans. Weekly activity reporting. Reporting of customer issues, account satisfaction status, exec sponsor summaries. Liaising with Sales Operations regarding all incoming contracts and changes to contracts. Liaising with Service Delivery for provision of services once contract received. Attendance at the weekly sales meeting and a weekly one on one review with your Leader. KEY COMPETENCIES To succeed in this role, you will have the following experience and competencies. Understanding the Customer Consistently demonstrates high levels of understanding of customer's business and their key profitability and other performance drivers. Demonstrates strong levels of awareness about customers' decision making and political landscapes. Builds and maintains a strong network of relationships within the customer base (including C-level) to increase knowledge, intimacy, loyalty and trust. Communication Consistently handles customer push back, complaints and other issues in a professional, empathetic and constructive manner. Questioning & listening - Is highly effective in the skills of questioning and listening to really understand the customers' situation and needs. Communicating value - Displays high levels of expertise in developing and presenting the company's products, services and solutions in a manner that is clearly differentiated from the competition. Time Management Consistently maximises time and resources by applying activity management tools and processes. Prospecting and Pipeline Is highly disciplined in regularly reviewing the sales pipeline - evaluating current opportunities, developing new prospects, and following up work with current customers. Coping and resilience Remains resilient, recovering quickly from setbacks and unexpected obstacles, responding with a positive and constructive attitude under pressure. Pitching Consistently follows a defined process for pursuing and winning competitive pitches. Stakeholder involvement Consistent identification and involvement of stakeholders who need to be consulted in the decision-making process. KEY PERFORMANCE INDICATORS Delivering high performance is a key part of our culture. You will be provided with your specific KPIs / targets / goals once you commence to provide clarity on where to focus your efforts. NOTE: These KPIs/targets/goals are indicative only and will be confirmed with your Leader when you commence the role. Your official and measurable KPIs/targets/goals will be recorded in your Performance Plans. Any future changes to your KPIs/targets/goals will be updated in IntelliHR Key Experience Essential Minimum 10 years ICT sales experience A successful track record in complex Cyber Security sales A successful track record of achieving sales targets. Consultative sales experience and approach Demonstrated ability to position and present at a C-suite level Demonstrated ability to lead and collaborate with a multi-disciplined team Demonstrated ability to manage the sales process and pipeline Demonstrated skills in negotiation, organisation, and time management Strategic thinking with get-up-and-go attitude Professional appearance and presentation A willingness to work and adapt to a fast growing & changing environment. Self-sufficiency and a high degree of autonomy. Ability to perform and work well under pressure. Ability to work within a team and achieve results through others Excellent verbal and written communication skills Desirable Tertiary qualification or relevant sales experience Technical industry certifications. A good knowledge of: SOC & SIEM services and capabilities Technical controls such as EDR, Email Security, Network Security and Cloud Security Proactive services such as Vulnerability Management, Dark Web Monitoring and Security Awareness Training Industry frameworks including ISO27001, NIST, Essential 8 and SMB1001 GRC and Advisory services Offensive Security capabilities KEY ATTRIBUTES The following personal attributes are important for the success of this role: Displays a sense of purpose Displays a sense of urgency Confidence Conviction Curiosity Grasps new concepts and ideas quickly and are able to articulate back accurately Resilience Optimism Business acumen Integrity SPECIAL REQUIREMENTS The staff member (employee and contractor) is responsible to understand, adhere with and deliver services in accordance with the information security requirements identified in the Brennan Information Security Policy, its supporting security procedures and guidelines. Any deviations from these security requirements will be dealt in accordance with the Code of Conduct and the Disciplinary Actions Policy.